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Cold Calling Strategies with a Warm Approach

Posted by Jeni Wehrmeyer on Thu, Jul 29, 2021

The best cold calling strategies involve doing the work necessary to warm your cold calls up.

In this blog, we discuss the top 5 cold calling sales tips that you can implement into your sales process today.

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I like my house cold at night and my wine slightly chilled, but I don’t like cold calls. Who does? But it must be done. We must make chilly outreaches, and they can still be productive (and even fun). In this article, we’ll cover ways to stay positive and attract more sales with our cold calling strategies.

Cold Calling Sales Tip #1: Warm It Up!
First, don’t let the cold stop you! All salespeople have the job of prospecting, finding new potential clients that they can help. Therein lies the cold call sales tip #1. Identify, find, and reach out only to those you know you can help, and then it won’t be so cold. I call on associations and groups where our sales development experts can help their members with sales leadership strategies and tools. I make cold calls on those directors in charge of events and education. I start with their website and find out what events they are working on that align with what we do. I personalize every communication (warming it up) to their association and event and ask the question – could we be a resource for you? I provide examples of how we have helped other associations with similar events. l also look for connections we have to that association. Who could reach out and introduce us as a trusted resource?

Cold Calling Sales Tip #2: Find Advocates
So that is cold call sales tip #2 – find out who can put a good word in for you. You may find the prospect, but maybe your current client or someone you used to do business with can get that door opened more quickly. That is a cold calling strategy that top performers utilize daily – they have their advocates open the door and build trust for them. When you find your next prospect, research them, make sure you can help them, and find someone who can put a word out in your favor – and don’t forget to thank your advocates.

Cold Calling Sales Tip #3: Enjoy the Small Victories
Cold calling sales tip #3 is celebrating when you get a response. I get quite ditsy with delight when I hear back from one of my associations that they are interested in talking further or want to hire us for a workshop. Celebrate because, as all salespeople know, you send out 20 personalized communications and you may hear back from 2-3, or at least that is my hit ratio. So, you must celebrate when someone responds and sees your value.

Hop on that lead with no delay, which goes right into our next tip.

Cold Calling Sales Tip #4: Move Fast & Be a Problem Solver
Tip #4 is that leads are highly perishable. If you receive a lead, perhaps from your website or an introduction, you must quickly help them solve their problems and answer any questions or concerns they may have. By responding quickly to your leads, it creates a friendly environment where trust can be built and business can be won.

But to win business, you also need to be quick and agile in delivering follow-ups. Your prospects have plenty of other things going on in their day, much like yours. Striking while the iron is hot and providing a quick follow-up can keep you top of mind and close more sales.

Cold Calling Sales Tip #5: Nurture
Then nurture – cold calling sales tip #5. Nurturing comes naturally when you care, and it matters. When you are confident in what you have to offer and are eager to respond, provide more information, customize your delivery, and set a follow-up meeting. Your end goal is to make your prospect’s life easier so that you can wow them, and then they might think of you first next time they need your similar product or service.

In summary, the best cold calling strategies involve doing the work necessary to warm your cold calls up. It truly is a numbers game, but there are people out there who need what you are selling, and it is your job to go find them. Put in the work, celebrate the small victories, follow up quickly and have some fun along the way!

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Topics: Cold Calling, sales tips, cold calling strategies, cold calling sales tips

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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